Marketing Director: We must save the Commercial soldier
Posted: Mon Jan 06, 2025 3:52 am
With the Internet and social networks, buyers have now become accustomed to carrying out most of their purchasing decisions alone, requiring salespeople to review their prospecting methods.
The buyer identifies a problem and goes directly to Google to find solutions that he compares before choosing the one that seems most relevant. It is only at this stage of his thinking that the buyer appreciates talking to a salesperson.
Sales prospecting is dead: long live sales prospecting!
In this situation, the buyer no longer expects a salesperson to sell them a product but rather to demonstrate that they are the right person to help them resolve their problems and achieve their objectives.
To meet the challenge, the salesperson must be able to position himself as a visible expert in his field of activity and devote himself solely to converting qualified prospects.
In other words, the salesperson must be able to save the time he wastes in cold sales prospecting – philippines email list mass phoning, door-to-door, etc. – to invest it in a proactive and altruistic approach allowing him to meet the buyer's new expectations.
The salesperson must have the time necessary to study the prospect's issues and needs in depth in order to 1) validate that your offers are relevant and 2) make an ultra-personalized commercial proposal increasing the chances of conversion.
The Marketing Director to the rescue of the Sales Department
To do this, the salesperson must be able to count on unwavering support from the marketing department.
As a Marketing Director, you have a key role to play in modernizing sales prospecting since it is up to you to implement an effective marketing strategy to:
Be visible to your target on the Internet;
Attract qualified visitors to your website and convert them into leads;
Feed your prospects’ purchasing thinking until the moment of decision-making;
By implementing such a marketing strategy, you will provide your salespeople with qualified and mature leads.
Since you will have already established a relationship between your company and the prospect through your marketing strategy, the salesperson will be more legitimate and will be able to more easily ask the right questions to enable them to establish a convincing personalized sales proposal.
The buyer identifies a problem and goes directly to Google to find solutions that he compares before choosing the one that seems most relevant. It is only at this stage of his thinking that the buyer appreciates talking to a salesperson.
Sales prospecting is dead: long live sales prospecting!
In this situation, the buyer no longer expects a salesperson to sell them a product but rather to demonstrate that they are the right person to help them resolve their problems and achieve their objectives.
To meet the challenge, the salesperson must be able to position himself as a visible expert in his field of activity and devote himself solely to converting qualified prospects.
In other words, the salesperson must be able to save the time he wastes in cold sales prospecting – philippines email list mass phoning, door-to-door, etc. – to invest it in a proactive and altruistic approach allowing him to meet the buyer's new expectations.
The salesperson must have the time necessary to study the prospect's issues and needs in depth in order to 1) validate that your offers are relevant and 2) make an ultra-personalized commercial proposal increasing the chances of conversion.
The Marketing Director to the rescue of the Sales Department
To do this, the salesperson must be able to count on unwavering support from the marketing department.
As a Marketing Director, you have a key role to play in modernizing sales prospecting since it is up to you to implement an effective marketing strategy to:
Be visible to your target on the Internet;
Attract qualified visitors to your website and convert them into leads;
Feed your prospects’ purchasing thinking until the moment of decision-making;
By implementing such a marketing strategy, you will provide your salespeople with qualified and mature leads.
Since you will have already established a relationship between your company and the prospect through your marketing strategy, the salesperson will be more legitimate and will be able to more easily ask the right questions to enable them to establish a convincing personalized sales proposal.